2020 Advanced Program by Associated Equipment Distributors

The only industry event dedicated to equipment distribution R E G I S T E R Y O U R T E A M T O D A Y A T W W W . A E D S U M M I T. C O M

Schedule-at-a-Glance 4 Keynote and Featured Speakers 5 Dealer Education Session Speakers

Dealer Education Session Descriptions

The AED Foundation Fundraising Gala 15 Registration Fees 17 Event Registration 18 Suite Participants 19 CONDEX Exhibitors 21

The AED Summit is the industryâ&#x20AC;&#x2122;s premier event focusing on your business as an equipment distributor. It brings together the leading organizations from distribution, manufacturing, and business service providers under one roof for three days to focus on improving the dealership. It is your annual opportunity to come together with professionals across the spectrum of the heavy equipment industry to improve yourself, your team, and your industry-wide relationships. Each day features tremendous opportunities to gain new knowledge through education sessions and plenty of time to meet with new and existing suppliers and business partners. Find out where the industry is headed so you can be at the forefront. Register today at www.aedsummit.com.

REASONS WHY ATTENDING SUMMIT IS A NO-BRAINER INDU ST RY-SPECIFIC CO NTENT AN D SPEAKER S

More than 30 in-depth, educational sessions and workshops – each with practical takeaways and ideas to keep you, your team, and your dealership moving forward. Sessions cover topics in leadership, management, product support, rental, sales, marketing and technology. Hear from industry experts who know AED’s audience and are keen to the distribution industry like Dirk Beveridge, Lisa Ryan and Todd Cohen.

VA L U A BL E SUM MIT INSIGH T

Your registration includes access to 70+ hospitality suites, more than 100 exhibitors, 30+ breakout sessions and all presentations, 3 keynote speakers, most meals, several networking events, a directory of attendees and much more. Divide and conquer the Summit by bringing multiple team members from your dealership and save on registration.

C ONNEC TIO NS Take advantage of the networking opportunities that Summit has to offer at evening receptions, dealer meetings, hospitality suites, a sold-out CONDEX floor, The AED Foundation’s Fundraising Gala and much more. More than 1,500 industry professionals attend Summit each year with diverse backgrounds that include; dealership operations, manufacturers, equipment leasing and finance companies, insurance, software and technology firms, attachments providers, and business solutions. Attend AED’s Summit to strengthen existing business relationships and forge new ones that will propel your business forward. Visit with friends and colleagues from other AED member companies and catch up with people that you don’t get to see on a frequent enough basis.

C ONVENIENCE

The 2020 Summit is centrally located in Chicago at the Hyatt Regency Chicago. Once you are on-site, easily accessible Wi-Fi, venue space and breaks will help you stay connected to the office, meetings and customers. Where else can you meet with several of your suppliers and partners under one roof over the course of three days?

OP P ORT U N ITIES

With everything that Summit has to offer, attend with your team to divide and conquer. Summit is conveniently priced to have multiple people attend from the dealership so that you don’t miss a thing. AED offers great discounts and on-site benefits for groups of three or more.

â&#x20AC;&#x153;The past three years, Summit has been my favorite event of the year. I enjoy the professional environment and the relationships. The keynote speakers are well planned and interesting every year! I truly value all the work that is put into this event.â&#x20AC;?

Summit attendees are the decision-makers influencing the growth and success of their businesses. Dealer principals and company executives make up more than half of dealer professionals in attendance, while the other half are the senior managers responsible for sales, rental, parts, service, HR and marketing for the company. Last year, more than 600 professionals from 225 equipment distributors attended. Regardless of

Stephanie Sczpanski General Manager, Leppo Rents/Bobcat of Akron

company size, equipment type, or geography, there is something to be had for everyone at Summit.

SCHEDULE-AT-A-GLANCE AS OF 9/12/19

NEW! Kick-off Summit with two pre-conference workshops presented by DIRK BEVERIDGE AND TODD COHEN

TU ES DAY, JANUARY 14, 2020

4:15 pm - 5:30 pm

10:00 am - 5:00 pm

Registration

12:45 pm - 2:45 pm

Professional Dealer Education

5:30 pm - 6:30 pm

(workshops and breakout sessions) 3:00 pm - 4:00 pm

General Session - Panel

4:15 pm - 4:45 pm

Annual Meeting of the

Membership (members only) 6:00 pm - 9:00 pm

The AED Foundation

Fundraising Gala 7:15 pm

13th Annual Live Auction

Presented by The AED Foundation

and Ritchie Bros. 9:00 pm - 11:00 pm

After-Hours Welcome Reception

Professional Dealer Education

(concurrent breakout sessions) Women in Construction

Equipment Reception 8:00 pm - 10:00 pm

Summit Reception in Big Bar

TH UR SD AY, J AN U A RY 1 6 , 2 0 2 0 6:30 am

1st Source Bank Fun Run/Walk 5K

7:30 am - 2:00 pm

Registration

7:30 am - 8:30 am

Summit Breakfast

8:30 am - 10:00 am

General Session

A “Happiness Platform” for

America - Arthur Brooks 10:00 am - 2:00 pm

Hospitality Suites

W EDNE SD AY, JANUARY 15, 20 2 0

10:00 am - 2:00 pm

Construction Dealer Expo

7:00 am - 3:00 pm

Registration

7:30 am - 8:30 am

Summit Breakfast

Noon - 1:00 pm

Summit Luncheon

7:30 am - 8:30 am

Canadian Breakfast

2:00 pm - 3:15 pm

Professional Dealer Education

(by invitation only) 7:30 am - 8:30 am

First-Time Attendee and New

Member Breakfast (by invitation only) 8:30 am - 10:00 am

Opening General Session 13 Hours: An Insider’s

Account - Kris Paronto 10:00 am - 3:00 pm

Hospitality Suites

10:00 am - 3:00 pm

Construction Dealer Expo

(CONDEX) Noon - 1:00 pm

Summit Luncheon

2:45 pm - 4:00 pm

Professional Dealer Education

(CONDEX)

(concurrent breakout sessions) 3:30 pm - 4:45 pm

Professional Dealer Education

(concurrent breakout sessions) 6:00 pm

Doors Open for an Evening with

Chris Christie 6:30 pm - 9:00 pm

Dinner and A Conversation with

Chris Christie 9:00 pm - 11:00 pm

Dessert Reception

FR I D AY, J AN UARY 1 7 , 2 0 2 0 8:30 am - 9:30 am

PAC Breakfast (by invitation only)

(concurrent breakout sessions)

See a full list of exhibitors and hospitality suites on page 20 and on the AED Summit mobile app – download from the App Store or Google

Featured Speaker Kris Paronto Kris Paronto is a former Army Ranger and private security contractor. Paronto was part of the CIA annex security team that responded to the terrorist attack on the U.S. Special Mission in Benghazi, Libya, on September 11, 2012, helping to save more than 20 lives while fighting off terrorists for over 13 hours.

Featured Speaker Arthur C. Brooks

Keynote Speaker | Chris Christie Chris Christie was inaugurated as the 55th governor of the State of New Jersey on January 19, 2010. He was reelected in November 2013 and served two terms. He left office in January of 2018. He is now a senior legal and political commentator for ABC News and the managing member of the Christie Law Firm and Christie 55 Solutions LLC in Morristown, New Jersey. In 2019, Christie released Let Me Finish, a no-holds-barred account of his rise to power.

Arthur C. Brooks is an expert on the connections between culture, politics and economic life. He is a professor of the practice of public leadership at Harvard Kennedy School and a senior fellow at Harvard Business School. He is a former president of the American Enterprise Institute, a research foundation focused on individual opportunity and free enterprise. He has written multiple books focusing on the role of government, fairness, economic opportunity, happiness, and the morality of free enterprise.

Dealer Education Session Speakers E A R LY C O N F I R M E D T H O U G H T L E A D E R S A N D I N D U S T R Y E X P E R T S I N C L U D E :

A NDY MASTERS

D I R K B EVER I D G E

Andy is an award-winning author and international

Beveridge is the leading advocate of change and

LI S A RYA N Lisa is an award-winning speaker and best-selling

speaker who has written 5 books, earned 4

innovation throughout wholesale distribution.

author of eight books. Her clients appreciate her

degrees, and presented over 1,000+ entertaining

As one of the industryâ&#x20AC;&#x2122;s most outstanding

real world insight, high content message, and the

and impactful programs for 100,000+ attendees.

speaker, he delivers a new voice, a new energy,

immediately actionable ideas contained in her fun,

and a new outlook.

interactive and engaging workshops and programs.

TODD CO H EN

AL EX G O L D FAY N

S P E N C E R TAYLOR

A dynamic, engaging and motivational keynote

Alex is the author of the Wall Street Journal bestseller

Spencer has served in leadership roles for

speaker, Todd brings a message that is relevant

Selling BoldlyÂ as well as The Revenue Growth Habit

over 16 years and has focused his last several

to any organization striving to increase revenue,

(selected as the sales book of the year by 800-CEO-

years on helping leaders deploy strategies to

strengthen relationships and improve client

Read) and Evangelist Marketing.

transform their organizations.

satisfaction. *SPEAKERS SUBJECT TO CHANGE

PROFESSIONAL DEALER EDUCATION

LEADERSHIP TRACK PLAY IN G T HE L ONG GAME I N TH E 4T H QUART ER OF Y OU R C A REER Di r k Beverid g e | Unleas hWD

Tom Brady, in the 4th quarter of his career, is getting stronger and continues to deliver championships. Warren Buffet, in the 4th quarter of his career at 89, continues to deliver having amassed 99% of his wealth after his 50th birthday. Many distribution C-suite leaders are finding themselves in the 4th quarter of their careers. Unlike the NFL, your career’s 4th quarter doesn’t have a defined time of 15 minutes. For some, the 4th quarter is just starting. Others are in the two-minute drill. But wherever you are, this will become the culmination of your life’s work. It all comes down to now. This moment in time. In the midsts of their 4th quarters, 62% of distribution leaders question if their business has a clear path forward for long-term sustainability. Clear path forward or not, it is in the 4th quarter when you set the trajectory for the business way beyond your playing days. This workshop is designed for those leaders in the 4th quarter of their careers who are playing the long game in a short-term world. You will discover a success path of clarity, capabilities, and confidence, ensuring that you position your business for long-term sustainability and success in your own 4th quarter.

Learning objectives include: • Design the foundation of future success through purposeful values and beliefs • Minimize uncertainty by aligning your team around a clear and strategic path forward • Evaluate your business capabilities against what the market of tomorrow will demand • Build the discipline to make decisions and investments for longterm generational results

SESSIONS ARE SUBJECT TO CHANGE

LEADERS HIP LES SON S F R OM H OL LY W OOD Andy Ma st er s

This session will creatively use the magical imagery of Hollywood to help leaders ignite a culture to develop and empower their dealerships— while defeating the succession planning crisis—in this challenging era of having to “do more with less.” Citing the latest research from Harvard Business Review, Deloitte, and Glassdoor, this session provokes real organizational change from every attendee, and provides immediate “take-home” action items to help cultivate both millennials and Gen Z future leaders in today’s new economy.

T HE FO UR ENEMIE S OF IN N OVATION AN D H OW T O O V ERCO M E T H E M Spencer Ta y lo r | L u me n Le ad e r s h i p

Over the last decade we have experienced one of the largest economic swings in our nation’s history. Leading economists indicate more change is ahead. When the economy shifts, we must be ready to change our approach to doing business. Lasting change requires innovation but it’s easier said than done. This session will present the four enemies of innovation along with core strategies you can immediately implement in your dealership to align your business for even the most dramatic market evolutions. Content includes: • The 8-Step Harvard approach to leading change • How character is the catalyst for innovation in your business • Two turnaround case studies that show the power of collective genius • An introduction to the seven elements of breakthrough leadership

SESSIONS ARE SUBJECT TO CHANGE

PROFESSIONAL DEALER EDUCATION

M ERGER & AC QUISITION STR ATE GIE S & STOR IE S FRO M T HE RO AD The AED Summit provides unrivaled access to the best construction manufacturers and distributors in the world. For example, going into the recession, we knew the upcoming growth would be in rental. Where did we go to learn and gain greater insight that would cautiously and with innovation lead to over a decade of unprecedented growth and profitability? We went to attend the AED Summit educational forums on the rental business, fleet management and fleet maintenance practices.

Ma rc J o hnso n & C l i n t on Bak e r | K ∙ C oe I s om

In this session, experts in the equipment distribution industry who have worked with dozens of dealerships facing M&A realities and decisions will share stories from the road. Not to be confused with a seminar on the legalese of valuations and agreement documents, this session will dive into the major M&A stages observed, including: • Preparing for and surviving due diligence • Readiness – culture and intent • Understanding values and valuation • Avoiding deal-breakers • Blending clashing cultures Attend this session and hear their insights and best practices and learn what works well and what has led other dealerships toward deal struggles and stagnation.

Furthermore, the contacts and the strong relationships with attachment manufacturers have been a vital part to increasing our KPI’s. The Summit’s depth of industry leaders saves us so much time and money whereby we all come together and plan for the upcoming year in a matter of days rather than weeks or months. JOEL COOK | Komatsu Equipment Company

O UT S M ART ING Y OUR R E P TIL IAN B R AIN TO REACH YO UR LE AD E R SH IP P OTE N TIAL St ev e H a ff ner

Having excellent decision-making skills, including the ability to overcome subconscious lizard brain influences, is vital to effective leadership. This unique program will teach attendees how to recognize and challenge their own subconscious impulses and preferences. Key takeaways include: • How to remove the subconscious barriers to growth and innovation • How to focus on and achieve long-term goals over short-term results • How to promote and build trust with your team to improve relationships and employee engagement

PROFESSIONAL DEALER EDUCATION

MANAGEMENT C HAN G E IS L IK E A ROOT CANA L A n n e S a le mo | Charter Software

Every organization must adapt to internal and external changes. Standing still is falling behind. Change is like a root canal. You know that you need one, it is going to stink to get one, but you know you will come out the other side way better than you were before. In this session, you will learn the keys to successful implementation of change within your dealership through: • Keys to a successful change plan and what successful change looks like • Managing resistance and being in tune to difficulties • Being an effective change coach • Finding ways to celebrate

C R EAT IN G A H I GH- PERF ORMA NCE CULT URE Da n i elle Mc C o r mick | K·Coe Is om

Many leaders feel challenged to understand how to move from managing employees to empowering them toward self-striving and selfmanagement. In this session, participants will learn simple strategies to build a culture of high performance. Content includes: • How to transform your performance management process into a tool to fuel greater performance • Effective practices when delivering feedback • The difference between coaching, counseling, and discipline, and when to use each approach • How you an enable performance improvement by removing barriers and providing needed tools and support

12 9

SESSIONS ARE SUBJECT TO CHANGE

HIPPIES T O HIPSTE R S: COM M UN ICATIN G ACR OSS GENERAT IO NS J esy ca H o pe | H o p e C ommu n i c at i on s C on s u l t i n g

One of the biggest issues facing the equipment industry is the issue of multi-generational communication and continuity. Face it—from Baby Boomers to Generation Z, we use different communication tools, platforms, and methods, and the best managers need to know how to fine-tune their communications approach to get the best results out of all generations. In this session, learn how different generations can bridge the communication gulf, get on the same page, and work as a harmonious team. Topics include: • Choosing your channel • Why “communicating with millennials” is obsolete • How to speak a common language • How to build effective multi-generational teams

M AN UFACT URING E N GAGE M E N T: SM ART S T RAT EGIES T O K E E P Y OUR TOP TAL E N T F R OM BECO M ING S O ME ON E E L SE ’S L isa R y a n | G r a t eg y

It’s no secret. Your best employees have the power to take their skills elsewhere. And that leaves your leadership teams with an enormous challenge: winning the war for top talent! This trend reaches far beyond the heavy equipment industry. The Gallup organization reports close to 71% of all employees feel unsupported, detached, or disengaged from their current employer. The good news is we already know how to discourage top talent from leaving: keep them engaged. With an engaged workforce, employees work harder, have fewer safety incidents, and are more loyal and profitable to their dealerships.

SESSIONS ARE SUBJECT TO CHANGE This program will cover: • Crucial reasons for motivating and retaining employees • Accountability criteria for creating a dealership-wide foundation of trust • Strategies for putting engagement practices into action • Skill sets for effectively identifying and recognizing accomplishments • Effective ways to strengthen employees’ emotional connection to the dealership If you want to keep your top talent from becoming someone else’s, it’s time to engage your people. Master those skills now and reap the rewards for years to come.

HO W T O D E F E AT SU BCONSCI OUS NEGAT IV IT Y, B I AS E S, A N D RESI STANCE I N THE WO RKPLACE S te v e Ha ffn er

Creating and maintaining an effective office or work environment requires decision making that aligns with your dealership’s goals and reflects its values. This program explores the natural unconscious tendencies that can subvert a positive and productive workplace. Key takeaways include: • How to improve assessments, including hiring processes and performance evaluations • Overcoming the negativity and suspicion that is a natural tendency in the face of uncertainty • How to be more productive by understanding the source of “lizard brain” resistance

T H E C HA N G ING DEMOGRAPHI CS O F HEAV Y EQ U IP M E N T K e v i n Ba u mga rt | H ireology

In the years since the Great Recession, our economy has changed dramatically. So has the culture around work, and the demographics of our labor pool. Great salespeople know that customers love buying

PROFESSIONAL DEALER EDUCATION from people they can relate to—so why has the heavy equipment industry struggled to attract women, millennials, and a more diverse workforce? This session will examine the realities of today’s competitive labor market and how dealers can reach untapped potential by putting recruiting efforts behind groups who have previously been overlooked by the heavy equipment industry. Topics include: • What to do during and after the hiring process to attract a more diverse dealership workforce • How to bring female professionals into your team—and why previous recruiting efforts have failed to attract them • What motivates millennials—the largest segment of the workforce— to make their next career move

BREAKIN G UP IS H AR D TO D O: F IR IN G A CUS T O M ER

Chr ist ine Co relli | C h r i s t i n e C ore l l i & A s s oc i at e s Customers are the lifeblood of your dealership. No doubt, their loyalty and retention are critical to the success of your business, and your success in your job role. The reality is that some customers can be difficult. Some may be so difficult, that they are downright bad for your business to the point where you may be better off if you were to fire them. This can be a daunting task. This session will help you to identify customers that are simply bad for your business. Attendees will learn highly effective communication skills to apply when interacting with these customers, and seven steps to firing a customer with class and professionalism. You’ll be able to “break-up” and breathe a sigh of relief afterwards.

13 10

PROFESSIONAL DEALER EDUCATION

RENTAL LEG A L C H A L L E NGES: RENTI NG YO UR EQ U IP M E N T IN A CHA NG I NG I ND US T RY J am e s Wa ite | J ames Waite Law

The heavy equipment industry is changing, and the rental business is growing. This session will help dealers understand the challenges on the horizon from a legal standpoint. Topics include: • Renting without violating your dealership agreement • Getting paid • Seizing equipment legally • Negligence claims • Insurance issues • Maximizing revenues: what can be legally charged for and how • Damage waiver provisions • Class-action lawsuits • Laws applicable specifically to rentals

SESSIONS ARE SUBJECT TO CHANGE

M ARKET ING RENTAL

O wens Edwa rds | S c r i p t I n t e r n at i on al Is marketing your rental business different than selling machines? Yes! Successful rental companies approach their customers very differently than the way traditional equipment dealerships approach theirs. While there are some marketing and selling fundamentals that are similar between the two, rental companies approach the marketplace in a unique way. With millions of dollars invested in your rental inventory it is a must to understand how to effectively market your rental business to maximize your utilization and ultimately your profits. Content includes: • Developing a rental marketing plan • Addressing location when attracting rental customers • Machine sales specialists and promoting rental • How rental customers make decisions when sourcing a distributor • Best practices in rental offerings • Renting trade-in machines

MANA G IN G Y OU R RENTA L ASSET S O we n E d w a rds | Script Inter national

Managing rental assets properly can make you many thousands of dollars; mismanaging them can ruin your entire business! Simply stated, managing your rental assets is aligning your rental inventory with customer demand. Sounds easy, but this can be very challenging in practice. This session will break it down by answering two basic questions: 1. What should I consider/analyze before adding machines to my rental inventory? 2. What should I know before selling or replacing machines from my rental inventory? Attend this session and learn how to best manage the inventory.

Summit is a nice platform for all salespeople and their customers to come in one place and to have those important discussions early in the year and as well as talk about what’s going on in the upcoming year. SU SA N LAXAMANA | Bank of the West

Equipment Finance

SESSIONS ARE SUBJECT TO CHANGE

U N L OC K IN G ADDI TI ONA L REVENUE: HO W T O C A P ITA L IZ E O N EQ UI PMENT RENTALS S h a l yn n S im mo ns | Trader Interactiv e

With the equipment rental industry projected to grow $5 billion by 2021, there is a lot of revenue and opportunity to be had by providing rental services to consumers. Although peer-to-peer rentals continue to be a trend, customers are often renting before they buy, or continuing to rent after. This session will teach attendees how adding rental will help drive sales, and whether their current rental strategy is effective and not just a short term gain. Content includes: • Understanding what separates an equipment renter from an equipment buyer • How to capture in-market renters and turn one-time customers into repeatable revenue streams • How to implement or augment a rental strategy for the dealership or create a strategy to help convert renters into buyers • And more!

PROFESSIONAL DEALER EDUCATION

PRODUCT SUPPORT INC REAS IN G AF TE R M AR K E T R E V E N UE : W H E R E T O FO C US YO UR E F F ORTS Pa ul Miles | Tr im b l e , I n c .

Aftermarket parts and service revenue are the lucrative “long tail” of revenue for the heavy equipment industry, delivering over half of revenue and 80% of profit, on average. While frequently taking a back seat among other priorities, leading dealer organizations have honed in on several key areas to maximize parts and service revenue and profits. This session will discuss successful strategies that have been implemented by equipment dealers to drive aftermarket revenue, through improvements in field service efficiency, streamlining of backoffice processes, increasing billable hours, prioritizing service events, and improving customer communications.

If you are considering coming to AED’s 2020 Summit, just do it! You will get WAY more out of it than what the cost is, the relationships you build, the knowledge that you gain learning about the industry, it is worth every minute. Nothing tops this.

STEVE STA F K I | General Equipment & Supplies, Inc.

PROFESSIONAL DEALER EDUCATION

SESSIONS ARE SUBJECT TO CHANGE

sALES

DIFFERENT IAT IN G Y OUR COM PAN Y F R OM TH E CO M PET IT IO N B a r r y H im m el | Sig n at u re Wor l d w i d e

KI S S Y O U R C U STOMER A n d y Ma ste rs

This session will take attendees on a journey through the highs-andlows world of relationship-building, utilizing the clever irony between business and romance. Today’s customers want to hire experts they can trust who can truly help them. However, customers also hire people they like. Learn through real-world examples from Fortune 500 companies to entrepreneurs on how to make amazing connections, drive repeats and referrals, and implement memorable strategies to overcome that one dangerously dissatisfied customer. This program features creative approaches to proven principles that will give attendees the tools needed to impact sales and improve customer loyalty immediately.

Customers in your market have many choices in their purchase and rental decisions. There are many factors in which a customer may decide to do business with you. In this session, attendees will learn how to create a competitive advantage for their dealerships through: • Asking the right questions • Listening to the answers • Applying benefits that will motivate the customer to purchase or rent • Overcoming objections • Building loyalty by consistently delivering an exceptional customer experience With so many options and smarter customers who have access to more information, your employees must be prepared to help themselves and your company stand out. Learn how to deliver value, which means delivering a level of service which exceeds customer expectations.

There is no other event like Summit that provides education and networking opportunities for the distribution industry. We attend Summit to strengthen our relationships with other dealers, learn new ideas from the professional education sessions and talk to potential new vendors on the CONDEX floor. K I M M Y ER S | The Iron Peddlers

SESSIONS ARE SUBJECT TO CHANGE

PROFESSIONAL DEALER EDUCATION

TECHNOLOGY LO W E R IN G C L I ENT ACQ UI SI TI ON C O S T WIT H INMAR K E T L E A D GENERATI ON R o s s C hristifu lli | Equipment Funnels

Getting leads is just half the battle; training your salespeople to follow up properly is the hardest part. In this session, learn how to harness technology to create in-bound lead generation systems that are more impactful, efficient, and cost effective than traditional techniques, like cold-calling. This session will also discuss best practices, strategies and tactics backed by real neuroscience, and challenge the typical dealership model of generating new business

KEY M E T R IC S TO MONI TOR F OR M AXIM UM R EV E N U E IM PACT

Why I come to AED’s Summit as a dealer is to see the latest and greatest services and various auxiliary businesses but probably more importantly, I come for the networking. I can see and meet with fellow dealers, our manufacturers and all the other people that are involved within AED. You have all the dealers across North America here, in one

De b bie F ra ke s | Wins by

setting, for three days, as well as all of

Analyzing data from, over 150 dealer locations, over 500,000 customers and 20 million+ transactions, this session will identify the key factors that determine how to grow consistently and what metrics are most important to monitor in order to assure continued growth.

our manufacturers and suppliers. Having

Dealers will be exposed to research showing definitive data on: •

Customer retention – What metrics impact retention

•

Customer satisfaction – How surveys affect growth

•

List management – How to combat a 10 – 20% annual change in personnel

•

Analytics – What drives growth and what are the key metrics to monitor

them under one roof gives me the ability to find new products and services, reconnect with my manufacturers and certainly have continued comradery with other dealers. JEF F RE Y SC OTT | Intermountain Bobcat

The AED Foundation

Fundraising Gala T HE AED FO UNDAT IO Nâ&#x20AC;&#x2122;S FO URT H ANNUAL GALA & LIV E AUC T IO N

A spectacular, Chicago-themed evening for the support and growth of the equipment industryâ&#x20AC;&#x2122;s workforce. TUESDAY, JANUARY 14 | 6:00 PM - 9:00 PM GRAND BALLROOM AT THE HYATT REGENCY CHICAGO Register online at bit.ly/2020aedfgala

WH AT I S TH E AED FO UN D ATI O N FUN D R AI SI N G G A LA ? The AED Foundation Fundraising Gala is an event specifically for generous supporters of The AED Foundation. It is the perfect time to bring your family, friends and partners together. Please join us for a spectacular evening, including Chicago-style food, open bar, live auction and entertainment. We will also be honoring an exceptional individual with the Lester J. Heath III Award for their commitment and support of The AED Foundation.

8 15

The AED Foundation constructs pathways to opportunities for the equipment distribution industry to solve industry workforce shortages and support the growth and development of AED members.

Due to generous industry support in 2019, The AED Foundation improved the availability and quality of future industry employees by accrediting heavy equipment technology college programs, advocating for greater federal investment in career and technical education, and working to increase awareness and interest among school-age students. The Gala provides essential underwriting for all these valued services. With friends like you, The AED Foundation will continue to expand and develop industry-specific professional education & workforce development programs.

OVER 580 TICKETS WERE SOLD IN 2019

OVER 40

AUCTION ITEMS ARE INCLUDED IN THE LIVE AND SILENT AUCTIONS

ENJ OY A N IGHT ON THE TOWN … FO R A G OOD C A U SE! Join us at The AED Foundation Fundraising Gala to bring awareness of the work the Foundation is doing. The proceeds from this event will go to help us reach the goals of accrediting school programs, promoting career development, and helping to create industry research.

W HAT C A N Y O U EX PECT? Don’t miss the Annual Live Auction presented by The AED Foundation and Ritchie Bros., held on-site at the Hyatt Regency Chicago Grand Ballroom. Business casual attire is recommended. Attendees are encouraged to bring a charged smartphone to participate in mobile bidding on silent auction items. Dress Code: The recommended attire for The AED Foundation Fundraising Gala is business casual.

The live auction is presented by The AED Foundation and Ritchie Bros.

TICK E T P R ICIN G $200 Standard Ticket $2,000 Premium Package* *includes ten standard tickets for distribution, and purchaser’s name will appear on VIP signage

What does your ticket include? This event will feature Chicago-style food, open bar, entertainment and a live auction presented by The AED Foundation and Ritchie Bros.

S C HEDULE 6:00 pm - 7:00 pm: Cocktails, music, silent auction 7:00 pm - 9:00 pm: Chicago-style food and live auction presented by The AED Foundation and Ritchie Bros.

O UR GO AL Our goal is to raise over $125,000 to construct pathways to opportunities for the equipment distribution industry to solve industry workforce shortages and support the growth and development of AED members. Over 580 tickets were sold in 2019. Register now at bit.ly/2020aedfgala

16 9

Registration Fees F E E TYP E RE G U LA R LAT E * Manufacturer/Service Provider/Publication - Non CONDEX/Suite/Sponsor Member Fee: $1,025.00 $1,075.00 Non-Member Fee: $2,050.00 $2,150.00 Equipment Dealer: Single Registrant Member Fee: $925.00 $975.00 Non-Member Fee: $1,850.00 $1,950.00 Equipment Dealer: 2 Attendees Member Fee: $700.00 $750.00 Non-Member Fee: $1,400.00 $1,500.00 Equipment Dealer: 3 Attendees Member Fee: $455.00 $505.00 Non-Member Fee: $910.00 $1,010.00 Equipment Dealer: 4 Attendees Member Fee: $455.00 $505.00 Non-Member Fee: $910.00 $1,010.00 Equipment Dealer: 5 Attendees Member Fee: $350.00 $400.00 Non-Member Fee: $700.00 $800.00 Equipment Dealer: 6 Attendees Member Fee: $350.00 $400.00 Non-Member Fee: $700.00 $800.00 Equipment Dealer: 7 or More Attendees Member Fee: $335.00 $385.00 Non-Member Fee: $670.00 $770.00 CONDEX Exhibitor / Suite Participant / Sponsor Member Fee: $300.00 $350.00 Non-Member Fee: $300.00 $350.00 Spouse / Family Member / Guest Member Fee: $300.00 $325.00 Non-Member Fee: $600.00 $650.00

6 17

* L AT E R E G I S T R AT I O N B E G I N S O N J A N U A RY 1 3 , 2 0 2 0 .

Have you registered your team and booked your hotel room in the ONLY room block for Summit attendees? Follow the steps below: Step 1: Register for Summit at www.aedsummit.com. The more you register, the more you save â&#x20AC;&#x201D; receive a discounted rate when you register two or more attendees from your team. Step 2: Once you register for Summit, you will receive a confirmation email with additional event information. Step 3: Reserve your hotel room at bit.ly/2020summithotel or call 888-421-1442. Summit is the biggest event for the North American distribution industry, and we want to make sure you secure a room within our event room block to receive a discounted rate of $145 a night. Group Code: G-AAEQ

W HAT D OE S YOU R REGI STRATI O N IN CLUDE? The registration fee for Summit includes access to all professional dealer education sessions, general sessions, featured and keynote speakers, CONDEX show floor, hospitality suites, receptions, breakfasts, lunches, refreshment breaks, and more. In addition, there is a special guest fee for spouses and family members that would like to attend the breakfasts, lunches and receptions. Please note that there is an additional fee to attend The AED Foundation Fundraising Gala. See the following Gala information on the next page for more details.

A ED C A N C E L L ATI ON POL I CY:

LOCATION

Hyatt Regency Chicago 151 E. Wacker Dr. Chicago, IL 60601

AIR P ORTS AN D GR OUN D TR AN SP ORTATION : Oâ&#x20AC;&#x2122;Hare International Airport (ORD) is 18 miles from the Hyatt Regency Chicago. An UberX ride to the destination costs roughly $36. Prices will vary based on the date and time. Chicago Midway International Airport (MDW) is 13 miles from the Hyatt Regency Chicago. An UberX ride to the destination costs roughly $30. Prices will vary based on the date and time.

D R E SS COD E : The appropriate attire for general sessions and meetings is business, and the recommended attire for receptions and after-hour events is business casual.

Refunds are not permitted within 14 business days of the event unless a note is received detailing a medical emergency or other similar occurrence.

18 7

Suite Participants AS OF 10/4/19

MANUFACTURER

SERVICE PROVIDER

Allied Construction Products, LLC West Tower, 29th Floor, Suite # 2927 Atlas Copco Power Technique North America LLC

East Tower, 29th Floor, Suite # 2970

Bank of the West Equipment Finance East Tower, 32nd Floor, Suite # 3276 Black Cat Wear Parts West Tower, 36th Floor, Suite # 3602 BOKF Commercial Finance West Tower, 36th Floor, Suite # 3614 BOMAG East Tower, 24th Floor, Suite # 2470 Breaker Technology, Inc. East Tower, 20th Floor, Suite # 2070 CASE Construction Equipment East Tower, Concourse Level, Roosevelt 1A Meeting Room Cemen Tech Inc East Tower, 30th Floor, Suite # 3076 CIT East Tower, 27th Floor, Suite # 2776 Commercial Credit Group East Tower, 22nd Floor, Suite # 2276 Connect Work Tools West Tower, 34th Floor, Suite # 3427 Cummins Inc. East Tower, 23rd Floor, Suite # 2376 DLL West Tower, 35th Floor, Suite # 3527 Dynapac North America LLC East Tower, 24th Floor, Suite # 2476 ENGS Commercial Finance Co. East Tower, 17th Floor, Suite # 1776 EPG Insurance Inc. East Tower, 19th Floor, Suite # 1976 Epiroc USA LLC East Tower, 33rd Floor, Suite # 3370 ESCO, A Weir Group Division West Tower, 28th Floor, Suite # 2827 Geith West Tower, 31st Floor, Suite # 3127 Genesis Attachments, LLC East Tower, 19th Floor, Suite # 1970 Glynn General Corporation West Tower, 30th Floor, Suite # 3027 Hensley Industries, Inc. East Tower, 29th Floor, Suite # 2976 Hitachi Capital America Vendor Services East Tower, 21st Floor, Suite # 2170 Hitachi Construction Machinery Loaders America Inc.

East Tower, 26th Floor, Suite # 2670

Holcombe CVI, LLC East Tower, 18th Floor, Suite # 1876 Hyundai Construction Equipment East Tower, 33rd Floor, Suite # 3371 INDECO North America, Inc. East Tower, 34th Floor, Suite # 3471

JCB Inc. East Tower, Concourse Level, Roosevelt Boardroom JLG Industries, Inc. East Tower, 32nd Floor, Suite # 3271

Suite Participants AS OF 10/4/19

MANUFACTURER

SERVICE PROVIDER

JPMorgan Chase East Tower, 23rd Floor, Suite # 2370 Knapheide Manufacturing Company East Tower, 26th Floor, Suite # 2676 KPI-JCI & Astec Mobile Screens West Tower, 36th Floor, Suite # 3609 LBX Company LLC East Tower, 30th Floor, Suite # 3070 Liebherr Construction Equipment Co. West Tower, 36th Floor, Suite # 3605 LiuGong Construction Machinery N.A. LLC West Tower, 32nd Floor, Suite # 3227 Machinery Trader East Tower, 20th Floor, Suite # 2076 Manitowoc Cranes East Tower, Concourse Level, Roosevelt 2 Boardroom Mecalac North America East Tower, 22nd Floor, Suite # 2270 Midland Equipment Finance East Tower, 21st Floor, Suite # 2176 Montabert East Tower, 18th Floor, Suite # 1870 OilQuick USA West Tower, 34th Floor, Suite # 3427 Okada America, Inc. West Tower, 24th Floor, Suite # 2427 Paladin East Tower, 34th Floor, Suite # 3475 Roadtec, Inc. West Tower, 36th Floor, Suite # 3607 Rockland Manufacturing Co. East Tower, Concourse Level, Roosevelt 3A Meeting Room Sandvik Mining and Rock Technology East Tower, 34th Floor, Suite # 3470 SANY America, Inc. East Tower, 27th Floor, Suite # 2770 Sennebogen LLC East Tower, 25th Floor, Suite # 2570 Shearcore West Tower, 34th Floor, Suite # 3427 Stanley Infrastructure East Tower, 34th Floor, Suite # 3475 Sullair, LLC East Tower, 31st Floor, Suite # 3170 Sullivan-Palatek East Tower, 31st Floor, Suite # 3176 Terex Trucks East Tower, 28th Floor, Suite # 2870 Terramac East Tower, 33rd Floor, Suite # 3376 US Bank Equipment Finance Inc. Distribution Finance Group

East Tower, 28th Floor, Suite # 2876

Wells Fargo Equipment Finance, Inc. East Tower, 33rd Floor, Suite # 3352 Werk-Brau Co, Inc. East Tower, Concourse Level, Roosevelt 3B Meeting Room YANMAR America East Tower, 25th Floor, Suite # 2576

CONDEX Exhibitors AS OF 10/4/19

MANUFACTURER

SERVICE PROVIDER

INDUSTRY AFFILIATE

1 ST TIME EXHIBITING MEMBER

Allu Group 706

enVista LLC

Alpine Sales & Rental Corp

1011

EPG Insurance Inc.

AMI Attachments Inc. 1009

1100

Equipment Data Associates

Anaconda USA Inc 106

604

Equipment Funnels

Antraquip Corporation

703

Equipment Trader

Aslan GPS 401

1101

EquipmentWatch

ASV Holdings, Inc. 1119

1316

Fairview Insurance Agency

ATLAS Cranes & Excavators

1311

Felling Trailers Inc.

Bandit Industries Inc 1120

1227

FRD.USA, Breaker Division (Kent)

Baseplan North America

317

FRD.USA, Rock Drill Division

Black Cat Wear Parts 212

319

Geith

BLS Enterprises, Inc. 1116

1103

GRYB

Cam Spray 600

1021

HBK CPAs & Consultants

Canam Solutions USA 1112

310

Hercules Sealing Products

CDK Global, LLC 417

505

Hireology

Cemen Tech Inc 403

603

Hi-Vac Corporation

CIT 610

1319

HKX, Inc.

Commercial Credit Group

503

507

Holcombe CVI, LLC

Connect Work Tools 711

102

Huddig AB

CreditSafe USA 1202

1225

SINOBOOM, Ltd

Curry Supply Co. 1205

1330

HydrauliCircuit Technology, Inc.

Diamond Z 1325

113

Hydrema US Inc.

Digga North America 1127

411

INDECO North America, Inc.

DigitalChalk 1323

201

Interstate Billing Service

DIMET GmbH & Co. KG

601

1114

Iron Solutions

DIS Corporation 614

1015

IronConnect, LLC

E. D. Etnyre & Co. 1208

708

KATO/Compact Excavator Sales LLC

eBS Mechdata, Inc. 211

311

KCoe Isom, LLP

e-Emphasys Technologies Inc.

1204

Knapheide Manufacturing Company

1026

Konecranes Lifttrucks AB

806

218

1309

1129 1107

1003

CONDEX Exhibitors

MANUFACTURER

SERVICE PROVIDER

INDUSTRY AFFILIATE

1 ST TIME EXHIBITING MEMBER

AS OF 10/4/19

LINQ Services 1313 LiuGong Construction Machinery

1219

Soosan USA, Inc 1110 Spanish Manufacturers Association of Construction

Machinery Trader 810

Marsh & McLennan Agency

1301

Specialty Equipment Insurance Services, Inc.

MB Crusher America, Inc.

1102

Mecalac North America

105

Stanley Infrastructure 1023

Midland Machinery Co., Inc.

110

MODERN 1122 Montabert 1315 Multione America 1029 Oakmont Capital Services, LLC

500

OilQuick USA 714 Okada America, Inc. 513 Paladin 1023 Pitts Enterprises, Inc. 515 Point of Rental Software

1231

Prinoth 1111 ProSight Specialty Insurance

1311

Record360 709 Rototilt Inc. 1213 Rouse Services LLC 306 RUBBLE MASTER Americas Corp.

1000

SBM Mineral Processing GmBH

104

SCL Equipment Finance

1201

Screen Machine Industries LLC

1325

Sentry Insurance Company

1001

SEPPI M. USA 611 Shearcore 712 Simex srl 1020 SmartEquip Inc. 608

and Mining Equipment

300 116

Stearns Bank 118 Steelwrist, Inc. 1312 Stewart-Amos Sweeper Co. 1232 Strassmayr sp. z o.o. 200 Sullair, LLC 1228 Sullivan-Palatek 607 Superior Tire & Rubber Corp.

111

Sycor 1300 Tag Manufacturing, Inc. 804 Teran Industries, Inc. 1019 Toku America, Inc. 312 Towmaster Trailers 1321 Towsleys Inc. 704 Tramac Corporation 1314 Trimble 1124 Uptake 1211 Veritread 205 Werk-Brau Co, Inc. 707 Winkle Industries, Inc. 1206 Winsby Inc. 808 Witzco Challenger Trailers Inc.

710

Woods Construction 605 WTC Machinery LLC 618 XCMG North America Corp. 305